“Regional Sales Executive based Frequently Asked Questions by expert members with experience as Regional Sales Manager. These questions and answers will help you strengthen your technical skills, prepare for the new job test and quickly revise the concepts”
I find this question helps me understand what motivates a potential hire and sheds light as to whether they would be a good fit. I am a big believer in 'fit' and this question goes a long way. People draw motivation from different sources, and understanding that from the outset is very helpful in building a successful relationship.
Say that you enjoy the challenge of learning about new territories and enjoy the opportunity to travel on business.
This is done by monitoring buying habits and carrying out market research. Say that every new sales strategy must start with some market research and analysis to ensure that it is a relevant strategy.
☛ Please tell us briefly about yourself ( To make him comfortable)
☛ Why did you chose sales (profession for which the interview is being conducted) as your profession. ( Answer to this question will give an idea about his motivations,his personality traits )
☛ What aspects of your job you like the most?
☛ (Answer to this question will highlight his areas of concern as these aspects of job can act as de-motivators for him)
☛ What aspects of your job you do not like?
☛ (Answer to this question will highlight his areas of liking as these aspects of job can act as motivators for him)
☛ Which habits of your previous Boss you liked.?
☛ Which habits of your previous Boss you did not like.?
☛ Please tell us about the three mistakes that you have made in your career so far.?
☛ ( Everyone makes mistakes, and only those people do mistakes who act )
☛ What have been your learning from these mistakes?
☛ How do you motivate your team members?
☛ Please explain your working day in detail.
☛ What do you think are expectations of your boss from you?
☛ What are your expectations from your subordinates?
☛ What are expectations of your team members from you?
☛ How do you supervise your team.
☛ What is your way of achieving month targets.?
☛ (Answer to this question will give an inkling about his job knowledge and his planning and supervision skills. Answers to question no. 14 and 15 should match)
☛ How do you motivate your distributors?
☛ (Again it will test his job knowledge )
☛ How many of your team members achieve targets? ( This will show his team handling, team supervision and team motivation abilities )
☛ How you deal with those team members who achieve targets.?
☛ (It will showcase his motivational skills )
☛ How you deal with those team members who do not achieve targets.?
☛ (It will showcase his problem identification skills, people skills and problem solving skills.
☛ How you deal with those Distributors who achieve targets.?
☛ (It will showcase his relationship skills)
☛ How you deal with those Distributors who do not achieve targets.?
☛ ( It will showcase his problem identification skills, analytical skills, & decision making skills)
☛ Strong points of your personality. ( will showcase his self-awareness)
☛ Weak points of your personality. (will showcase his self-awareness)
☛ Why you decide to leave an organization. ( This will give an idea about his deep rooted reasons and his motivations)
☛ Tell me about yourself.
☛ Where are you currently working?
☛ What are some of your largest accomplishments?
☛ What do you bring to the companies you have worked for?
☛ How many times in the last eight years have you met or exceeded quota?
☛ What are the last five books you read and why?
☛ What excites you outside of work?
☛ What are your personal values?
☛ What are your medium and long term goals?
☛ What is your plan to achieve your goals?
☛ What kind of sales environment do you thrive in? Why?
☛ What would you bring to company X? Why should they hire you over other great candidates?
☛ What questions do you have for us? (critical to see that they are engaged and selective about the employers for which they choose to work)
☛ Describe how you have leveraged your creativity to be successful in winning new customers.
☛ Describe a tough customer that you won over. How did you do it?
☛ If I worked with you in the past, would I have considered you competitive? Why?
☛ If I were to speak with your last sales manager how would they describe you?
☛ What kinds of sacrifices have you made to be successful? Please explain.
☛ Describe a typical day and week for you?
☛ How many cold calls do you make in a typical day?
☛ What is your ratio of calls to closes?
☛ How do you close tough customers? Please walk me through some examples.
☛ How do you develop relationships with tough customers?
☛ Can you please share an example of a time when you had a (challenging customer OR under performing team member - [depending on the role])? How did you approach the situation and what was the end result?
☛ Are you given leads or do you develop your own leads?
☛ What tactics have you employed in the past to build your pipeline? What were the results?
☛ How have you kept your spirits up in the face of rejection?
☛ Describe some of your biggest prospecting successes?
☛ Why have you been successful?
☛ Tell me about a time when your persistence paid rewards?
☛ Do you follow a sales system? Please describe.
☛ Describe your past 3 managers. What did you like or dislike about them?
☛ If your colleagues were to describe you in one word - what would that be? Why?
☛ How do you recover from making mistakes in front of customers? Provide examples?
☛ What qualities does a successful salesperson at your company possess?
☛ What direction do you see this company taking in the next five years?
☛ What is the quota for this position?
☛ What percentage of employees meet their quota?
☛ What percentage of employees exceed their quota?
☛ Is there a lot of travel associated with this position?
☛ How is the commission structured in this position?
☛ Do many people achieve bonuses for high levels of sales?
☛ How much flexibility does the salesperson have in negotiating price with the customer?
☛ What do you see as the most difficult challenges for the sales team at this company?
☛ How many people are on your sales staff?
☛ How do you motivate your sales staff?
☛ What does a typical work day/week look like at this company?
☛ What are the KPIs in this role?
☛ How will my performance be judged in this role?
☛ What are the expectations within the role?
☛ What does the career path of a salesperson look like within the company?
☛ What is retention like within the department?
☛ What is the culture like in the sales team?
☛ How much travel will be required within the role?
☛ Does the company have a commission policy?
☛ What are the biggest challenges in the role?
☛ What is your personal experience of working for the company?
☛ What does the typical day for a salesperson entail?
☛ How do you maintain engagement and motivation in the team?
☛ Are bonuses paid for sales?
☛ How often do salespeople usually hit their bonus?
☛ What do you see as the future vision of the organisation?
☛ What are the most important skills of a salesperson?
☛ What motivates you to get new sales?
☛ Tell us why you are the best person for this sales role.
☛ What do you see as the biggest challenges in this role?
☛ How would you make a cold call?
☛ How do you handle a customer objection?
☛ How do you move on from rejections?
☛ What are your career goals?
☛ When you are going through a quiet patch how do you stay motivated to get new sales?
☛ What research do you do before you make contact with a customer?
☛ How do you generate interest and build a pipeline of prospects?
☛ Tell us about the biggest sale you ever made, how did you get the sale?
☛ What interested you in this particular role?
☛ Tell us how you go about building your network?
☛ We want you to sell us this pen!
I'm driven by competition--competition with others and competition with myself. Not only am I motivated to be the best at what I do, but I'm motivated to out do myself whenever I get the chance. I'm also motivated by the thrill of the chase, challenge of the hunt and satisfaction of the kill. I enjoy prospecting for new clients, learning everything I can about a prospective client, developing the perfect pitch, and then closing the deal.
Any interview questions about your discomfort in sales should always be responded to with a "no" without any elaboration. If you are uncomfortable, reevaluate whether the position is right for you.
I ask this because the answers are very telling. First, I can see if they consider all of their successes to be professional or if life experiences factor in. It's also interesting to see what a person considers an accomplishment - is it a time when they set a big goal and reached it? Is it when they can contribute to a team? When they've made a certain amount of money?
To work in sales you have to be a team player. Say that when you are developing new sales strategies you do like the opportunity to work in peace and quiet, but the rest of the time you thrive in the team atmosphere that is common in sales.
Answer that during your career in sales you have had many opportunities to train and guide others and have come to learn that you can add more value to a team by sharing your experience and techniques than by working alone. Say that you feel now is the right time to make a move to managing a sales team.
Common sales interview questions and answers revolve around how you view the skills involved in a specific sales technique or aspect of the sales process. For example, "What do you see are the key skills in closing a sale?" Answers to these types of questions should always focus on responding to the buyer's concerns and on how the product or service will benefit the recipient.
The obvious answer is the bottom line - sales - but this simple question will let me know if they think deeply about what they do.
To answer this you need to do some research on the company, read its mission statement and values and understand its products and services. Fit your answer around these facts so that you come across as being ideally suited for the role and the company.
Another quality of a sales manager is someone who relentless learns. Learning what someone reads provides you with great insight into their personality, passions, and dreams - and whether they are growing their skill sets to stay up to date on industry trends and sales tactics.
You have to listen to the customer to be able to sell to them. The first part of the conversation sets a mood and introduces the customer to the company and product, then you ask some questions and the answers will give clues to their needs and desires. Only by listening can you know if it is possible to close a deal.
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